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Smart Sales Talent 5 Most Recent Posts

When you start in a new sales role and begin to approach prospects you will quickly learn they don't seem that interested and are indifferent. Nobody cares and you don't seem to matter even though your new employer has break-through technology and products and is disrupting whole industries. 
As a sales manager, it's an easy trap to fall into. You encourage a high work rate and high levels of activity. All necessary to succeed in sales, but then you notice something; your salespeople start to measure progress in terms of "work completed", but don't seem to be...
This is the first in a series of weekly posts exploring what sales and sales capability will look like in the decade of the 2020s. Specifically, the series will look at best practice for building sales capability for competitive advantage, especially in the SMB sector where firms need to...
Even when there is no specific vacancy, most B2B firms are always looking for "good" salespeople. If you ask them what they mean by good, you'll get a wish-list that describes a wide range of activities and especially, personalities. Someone who is hungry, with energy. Someone bright and outgoing...
We’re used to classifying sales roles (and salespeople) in terms of salary level or experience or hunter versus farmer. But none of these categories says much about the impact a single person can have on a business.  There is a much more useful way to think about a sales role and...
Businesses - including in the SME sector - are slowly taking the sales function more seriously, as they realise that sales capability is often the company's main competitive tool and possibly only real differentiator. There are still biases and prejudices around "sales" and most people have their "sales horror"...
Most employers traditionally turned to job boards or recruitment agencies when sourcing sales talent. Neither channel is producing the quality or even type of sales candidate required, especially when the roles are more senior or represent a critical sales hire. Job Boards under Pressure Job boards increasingly are producing poor-fit sales...
Curated or niche talent "platforms" tailored to serve specialist sectors, industries or professions are on the rise, as firms turn away from bloated job boards and traditional agencies. This is especially good news for sales talent acquisition and recruitment. A curated talent platform has one or all of the following...